To win, reverse the sales funnel!
There is no gravity in a sales funnel!. Prospects do not fall down a sales funnel in an orderly manner, defined by some marketers picture of their customer journey. Prospects climb up a chimney that gets narrower and more difficult the higher you go....
Solopreneurs still need a network
The numbers of those running solo businesses has increased dramatically as the world has changed around us. Employment for life is a thing of the past, relying on your own resources has become the common way to succeed. Many do so as solopreneurs, for...
5 things you need to change an industry
Today, I will be engaged in a workshop with a client who has a small business on the leading edge of a large, conservative, price driven industry, with established supply chains and relationships, that is about to get a kick in the guts. We have to map out...
The simple, and real reason Bill blew it
In the tsunami of analysis seeking to understand the loss of the election by Labor, I have yet to hear anyone put their finger on what I consider to be the real reason. Psychology. Specifically Prospect Theory. Prospect Theory was articulated by Nobel...
Where is the demarcation between Accountability, Responsibility and Authority?
The words 'Accountability' 'Responsibility' and 'Authority' are often mixed up, used inconsistently, and often as synonyms. How often have I heard someone say they have accountability, but not the responsibility, as well as the opposite?. In any...
Where is Occum when you really need him?
We need Occum's Razor to be applied to our deliberations on all sorts of things, from our personal and professional lives, to the way politics is being practised around the western world. The term comes from the writings of William of Ockham, a 14th...
The new competitive advantage in a digital world
Data collection has become an obsession of marketers in particular, but all sorts of other assorted boffins as well. We have data up to the wahzoo, and do not know what to do with it all. So, we throw it against the wall and come up with all sorts of...
11 things you have to get right to successfully rebrand.
Rebranding an enterprise is fraught with risk. You risk losing the brand identity you have, along with current customers, distribution channels, recognition, and so on, banking on building a larger brand in the future. It will not happen without...
The strategic alternative to Sales and Marketing
I rarely disagree with the musings of Peter Drucker, genius that he was. However, I need to take issue with one of his more quoted musings: 'The aim of marketing is to make selling superfluous' The objective of both Sales and marketing is to generate a transaction,...
Why does ‘Hindsight Planning’ really work?
For years I have used a process I call 'Hindsight planning' with clients to conceive then execute a strategy that delivers sustainable prosperity. Put simply, rather than planning forward, as it usually occurs, from an analysis of the current situation...